A significant percentage of CCG’s clients sell telecommunications services to businesses. When I ask them what they think businesses are now looking for from a telecommunications provider, I most often get the responses listed below.
Interestingly, saving money is not on this list. While most of my clients sell at competitive prices, they say that business customers value a reliable network much more than they do a lower price. Since phones and computers are often now tied together using IP, a network outage effectively can completely cripple a business if they lose both phone and the Internet.
Single service provider. Ideally, most small to medium businesses would like one service provider to take care of everything from data, phones, IT, computers, etc.
Reliable network. They want to be served by a reliable network, with reliability measured in terms of outages. This is often why a new network owner in a town will see slow sales to businesses for a few years until the local market perceives that their network as reliable.
Faster data speeds. While faster download speeds are always important, many businesses also covet fast upload speeds.
Employee mobility. Businesses want the ability for employees to be able to work from home or on the road.
Off-site data storage. Businesses want key data stored offsite to avoid catastrophic data losses. They feel safer if they know the company who is storing their data.
Fast provisioning and changes in services. Businesses want to be able to change things on the fly, be that moving an employee to a different office, changing the features on a given phone or computer, or increasing data speeds.
Physical security and surveillance. Businesses want next generation security systems with features like biometric access, motion detectors and hidden surveillance cameras.
Redundant connections. More and more businesses want physically redundant data connections since their businesses are more reliant on the Internet to be profitable.
Moving to the cloud. Lately businesses have been asking about cloud services since they hear it is a way to eliminate or reduce their IT functions and let outside parties take care of updates, security, etc.
Unified communications. Businesses want phone calls and data to get to them over multiple devices across multiple networks.